This unit aims to support knowledge and understanding about consumer buying behaviour and factors that influence the consumer. This is an essential part of the sales process that supports the concept of customer focus.

This unit aims to
support learners in gaining the knowledge and understanding about the
questioning and listening skills needed by salespeople, how and when to ask
questions and how to demonstrate to the customer that you are listening. The sales role requires the ability and
skills to communicate information about products and / or services to customers
both verbally and non-verbally and to build rapport.

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About the Author

Rubric Consultancy has successfully developed the 4D Selling Process programme for FTSE 100 ‘blue chip’ companies. Robbie Beecher has over 30 years education and training experience coupled to significant sales and business development delivery & management. He was a Consultant for The Peugeot Motor Company delivering a new dealership training programme for their network salespeople in the UK. He was made a ‘Fellow’, provided with Chartered Manager [Cmgr] status in 2010 with the Chartered Management Institute and was an early Member of the Institute of Sales and Marketing Management. He has a post graduate qualification in training and education, a Certificate in Education from Greenwich University.”